Negotiating With Institutions A Collaborative Case Study - - PowerPoint PPT Presentation

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Oct 04, 2022 153 likes •254 views

Negotiating With Institutions A Collaborative Case Study Introductions Solar Community Housing Association Lily Tanner, Ben Pearl Ground Leases with UC Davis Center for Student Business Meghan Smith, Corey Walters Meal

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Negotiating With Institutions A Collaborative Case Study

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Introductions

Solar Community Housing Association

– Lily Tanner, Ben Pearl – Ground Leases with UC Davis

Center for Student Business

– Meghan Smith, Corey Walters – Meal Plan Inclusion with UMass Auxiliary

Services

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Preparation

Creating and Understanding Collective

Goals

Flexibility/Anticipating Problems
Crafting Your Message
Financial Preparation
Knowing Organizational/Negotiation

History

SLIDE 4

Building Coalitions

Identifying Potential Partners
Reaching out to Alumni
Coordinating Action
Recognizing/Avoiding Pitfalls

SLIDE 5

Collective and Oppositional Tactics

Know Your Opponents Needs and

Objectives

Creating or Recognizing Diversion
Staying on Task
The Importance of Reading Body

Language and Cues

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Bringing the Other Party to the Table

Identifying Stakeholders and Allies Within

a Beauracracy

Leveraging Coalition Members
Identifying Communication Channels
Changing Your Plan of Attack

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Framing

An Example of Framing
How to Create an Advantage Through

Language

Using Anchoring Points
Changing the Status Quo

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Reaching An Agreement

Knowing Your ‘Zone of Possible

Agreement’

Having Membership on Board
Anticipating the Effects of Agreements
Recognizing an Opponent’s Readiness to

Deal

SLIDE 9